Exam 3: Understanding Buyers

Linda is an administrative coordinator who relies on computers to complete her work. Linda is often asked to serve as a member of the buying team when her company is making bulk computer purchases. Which of the following buying team roles is Linda most likely to be filling?

Sharon has quit her job selling vacuum cleaners door-to-door. Now, she is selling industrial equipment to businesses. Which of the following is one of the changes she can expect?

Jeff is working on his computer when a sudden power surge causes the computer to quit working. Jeff is unable to turn the computer back on and is concerned because he relies heavily on his computer to do his job. Jeff is most likely in which stage of the buying decision process?

Natalie is a very assertive person who is also emotional, animated, and relationship-oriented. With respect to the Communication Styles Matrix, Natalie is a(n) __________________

Needs which represent the need for a specific core task to be performed are called?

Suppose you're working as a salesperson and one of your prospects tells you they are interested in your product because you offer a long warranty and a liberal return policy. Which of the following needs is the buyer expressing?

Needs which represent the need for acceptance from and association with others are called?

Business markets are characterized as having multiple buying influences.

The second stage of the buying process is to determine the general characteristics of a solution to a particular problem or need. As a salesperson, you should want to assist the buyer as they move through this stage because:

The multi-attribute model for weighting solution alternatives is rarely used by business organizations because it involves complex math.

After determining that his computer is no longer working, and that he needs a working computer, Jeff is most likely in which stage of the buying decision process?

Individuals who are low on assertiveness and low on responsiveness are referred to as ___________.

There is no difference between a Decider and a Purchaser.

In professional selling, salespeople play an important role in the buyer's post purchase evaluation.

One of the distinguishing characteristics of business markets is that there is a smaller number of larger buyers that account for most of the purchases. This distinguishing characteristic is called ______________demand.

The _____________________ is the procedure for evaluating suppliers and products that incorporates weighted averages across desired characteristics.

The only type of needs business buyers have are functional needs.

The difference between a buyer's desired state and his/her actual state is referred to as a needs gap.

Once the buyer has completed phase three of the buying process (a description of the characteristics of the item and quantity needed), the buyer should:

The category of attributes referring to how things are carried out and done between the buyer and seller is called physiological attributes.